The Art and Practice of Negotiation
Do you want to build negotiation skills? This is the perfect course for leaders looking to develop their leadership abilities.
Who will benefit from this course?
You will find this course useful if you are involved with high impact negotiation on a regular basis.
What will you learn through this course?
This course will help break down the negotiation process into simple and easy to practice manner. The course will enable you to lead negotiations feeling empowered and in control of the process without having to use excessive power.
Approach to the Course
Negotiation is an art as much as it is a practice based on sound principles. This course will enable you to develop the art by taking you through the elements that contribute to being an effective negotiator. This course takes the route of helping you become aware, gain insights and offer the opportunity to skill practice on these elements referred to as Leadership Orientation. Orientations are characteristics or traits.
Further, you will learn to apply the orientations learned in a combined manner to play out as Leadership Abilities that will help in being a sound negotiator.
The course exposes you to the practice of negotiation in which you learn specific, easy to apply tools and structures that will make the process impactful and help you achieve the desired outcomes.
This course will conclude with giving you an in-practice experience of the concepts learnt in real life situations.
How is the learning structured?
This course is designed to help you uncover the dimensions mentioned above by breaking it down to learning units that are bite size and easy to consume. It is structured to help you understand the content, learn its application and reflect on your behaviour relating to it. It offers a structure to skills practice to continue beyond the course as well.
The content is structured for you to absorb, internalise, reflect, be self-aware and practice building skill in that unit of content before proceeding to the next. We recommend you learn by spending time observing, reflecting and drawing deeper insights from your environment and watching others relating to the content as well. As you progress reflect and identify the areas you want to develop and practice skills beyond the course.
Deep involvement in each unit of content before moving to the next will heighten your learning experience of the program.
Learning components
Course content (Total 7 Sections)
Section 1 (Decoding Human Thinking Process)
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Profiler
Time : 10 min
This profiler contains multiple sets of statements.Each set has 3 statements. You have 5 points to allocate amongst the 3 statements, in each set. Allocate the maximum points to the statement which best describes you/your colleague, followed by the next and followed by the one which describes the least.
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2.Webcast Time : 31 min
Human Thinking Process
What is Webcast?
Watch video conversations to build your leadership abilities
In this webcast by Mr. K Ramkumar focuses on the theme of thinking. Watch him share insights based on his experience to help you build your leadership ability.
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3.Supplementary Learning Resource Time : 3 min
Concepts on Thinking
How would this benefit?
Practice exercises to help you gain focussed outcomes
This document contains a highlight of the points of discussion from the thinking session
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4.Webcast Time : 59 min
How to read your Profiler Report
What is Webcast?
Watch video conversations to build your leadership abilities
This webcast guides you and helps you gain clarity to read your Profiler report.
Section 2 (Learning to Manage and Shape Perspectives)
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1.Webcast Time : 23 min
Leadership Orientation - Perspectives
What is Webcast?
Watch video conversations to build your leadership abilities
Can miracles happen? In this podcast we explore how perspectives, while exercising leadership along with trust and power, can create magic.
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2.Supplementary Learning Resource Time : 2 min
Concepts on Perspectives
How would this benefit?
Practice exercises to help you gain focussed outcomes
Read this summary to understand a highlight on the topic of managing diverse perspectives.
Section 3 (Reading Power Dynamics and Engaging with Power Play)
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Profiler
Time : 10 min
This profiler contains multiple sets of statements.Each set has 3 statements. You have 5 points to allocate amongst the 3 statements, in each set. Allocate the maximum points to the statement which best describes you/your colleague, followed by the next and followed by the one which describes the least.
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2.Webcast Time : 18 min
Leadership Orientation - Power, Part 1
What is Webcast?
Watch video conversations to build your leadership abilities
“Power” is not a four-letter word – though many like to position it as such. Yet power in itself is neither good nor bad; and it exists in all of us. In fact, there can be no exercise of leadership without power. It is the force that provides energy to leadership.
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3.Webcast Time : 23 min
Leadership Orientation - Power, Part 2
What is Webcast?
Watch video conversations to build your leadership abilities
In this second part of the two-part webcast on power orientation, we will attempt to understand power in its elements. We will explore the three power motives that Professor David McClelland articulated, the structure of power motives, and the character of these power motives.
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4.Supplementary Learning Resource Time : 3 min
Concepts on Power
How would this benefit?
Practice exercises to help you gain focussed outcomes
What is Power? What is your Power? How can you use it to suit your context? Influenced by American psychologist David McClelland's theory, read more to know about a structure to leverage the Power within you.
Section 4 (Becoming Interpersonally Savvy)
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Profiler
Time : 10 min
This profiler creates awareness about yourself with respect to various dimensions of Interpersonal Dynamics Orientation; namely, stature, assertion, articulation, listening, sensing, engaging, impact, relationship
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2.Webcast Time : 22 min
Interpersonal Dynamics - Using self as a tool
What is Webcast?
Watch video conversations to build your leadership abilities
Being aware about yourself is the first step towards change. Watch this discussion between Mr. K Ramkumar and Mrs. Aparna Nair to get clarity about the role of self awareness on your interpersonal dynamics. Become aware, gain insights and discover your leadership.
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3.Webcast Time : 26 min
Interpersonal Dynamics - Understanding others' experience of me
What is Webcast?
Watch video conversations to build your leadership abilities
This discussion between Mr. K Ramkumar and Mrs. Aparna Nair gives you an understanding of the others' experience of you impacts effectiveness. Watch this webcast to gain clarity and help build your interpersonal effectiveness
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4.Webcast Time : 21 min
Interpersonal Dynamics - Experiencing others
What is Webcast?
Watch video conversations to build your leadership abilities
This discussion between Mr. K Ramkumar and Mrs. Aparna Nair gives you an understanding of your experience of others impacts effectiveness. Watch this webcast to gain clarity of the impact of listening and sensing to build your interpersonal effectiveness
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5.Webcast Time : 12 min
Interpersonal Dynamics - Managing people engagement
What is Webcast?
Watch video conversations to build your leadership abilities
This discussion between Mr. K Ramkumar and Mrs. Aparna Nair helps you engage others effectively. Watch this webcast to gain clarity on articulation and create an impact on others.
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6.Supplementary Learning Resource Time : 6 min
Concepts on Interpersonal Effectiveness
How would this benefit?
Practice exercises to help you gain focussed outcomes
Read this document for a highlight on the topic of interpersonal effectiveness.
Section 5 (Understanding the Anatomy of Conflict)
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1.Webcast Time : 19 min
Leadership Ability: Managing Differences
What is Webcast?
Watch video conversations to build your leadership abilities
Haven’t you ever been in a conflict situation? In any context there is the potential for conflict. It is thus imperative to manage conflict or differences, as it is a very important function of leadership. In fact, leadership becomes relevant and material because there is a conflict to resolve.
Section 6 (2The Art and Practice of Negotiation)
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1.Webcast Time : 42 min
Principles of Influencing and Negotiation- Part 1
What is Webcast?
Watch video conversations to build your leadership abilities
In this webcast, Mr K Ramkumar discusses the various principles of Negotiation.
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2.Webcast Time : 55 min
Techniques of Negotiation- Part 2
What is Webcast?
Watch video conversations to build your leadership abilities
In this webcast, Mr. K Ramkumar speaks about the techniques of Negotiation.
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3.Webcast Time : 35 min
Managing Negotiation Process - Part 3
What is Webcast?
Watch video conversations to build your leadership abilities
In the 3rd part of the Negotiation webcasts, Mr K Ramkumar talks about managing the whole process of negotiation. It involves the principles of negotiation as well as managing both the parties involved in the process.
Section 7 (In Practice)
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1.Webcast Time : 39 min
The Barbarians At The Gate
What is Webcast?
Watch video conversations to build your leadership abilities
The film used in the session
Course Preview & Inclusions
- 7 hr 49 min
- 21 learning Resources
- Self-paced learning
- 3 profiling tools
- 7 hr 5 min of video content
- 4 supplementary learning resources
- Access on Mobile and Laptop
Our Leadership Courses are structured packages which are targeted towards building your leadership abilities.